Drip Marketing: 6 Elements To Your Success
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 267
• Read Time: 64 Seconds

The success of your payroll service’s drip marketing efforts will hinge on six very specific elements:

1. Content: You need to provide relevant content to your target audience, or they will not welcome your drip marketing messages.
2. Frequency: Too many drips or too few drips play a role in the success of your drip marketing efforts. 
3. Recency: Recency refers to the time span between each drip.  Too short of a period between drips will cause your target audience to opt-out of your e-mail marketing campaigns or throw your direct mail campaigns into the trash.  Too long of a period between drips will result in people forgetting about you and your business.
4. The Blending of Tactical Marketing Campaigns: The best-in-class drip marketing strategies use a combination of e-mail campaigns, direct mail campaigns, SMS marketing, blogs, social media, face-to-face meetings, follow-up phone calls, and other marketing campaigns and tools - all of which are designed to maintain continuous contact with someone.
5. The Use of Evidence-Based Tools In A Selling Situation: Prospects want to make the best decision possible when buying what you are selling; therefore, education-based tools can oftentimes augment the decision-making process faster as people believe what is in print form.  Car dealerships use this technique when selling a car, i.e., window sticker, sell agreements, service department repairs, etc. 
6. Proactive Follow-up Calls: A marketing campaign’s results will increase ten-fold if a payroll salesperson picks up the telephone and starts calling their list of payroll prospects and referral partners - also known as making an Oh, By The Way, Call.  Should a salesperson consistently make these types of calls, they will start to see sales magic happen.  

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

11 Ideas To Drive Your e-Mail Marketing Results
(Print And Share With Your Payroll Sales Leader)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 146
• Read Time: 36 Seconds

If you want to generate more sales leads and referrals from your e-mail marketing efforts, I have listed below a few tips to consider.

• #1: Avoid Writing Content That Is Too Self-Serving
• #2: Avoid Writing A Wall Of Text
• #3: Segment Your e-Mail Marketing Lists, i.e., Payroll Clients, B2B Prospects, And CPAs/Referral Partners.
• #4: Keep Your e-Mail List Updated And Clean  
• #5: Write Engaging Subject Lines
• #6: Use The Correct Name In The "From" Field
• #7: Measure The Size Of Your Database
• #8: Start Following-Up
• #9: Make Data-Driven Decisions
• #10: Proofread Your e-Mail Campaigns
• #11: Consider Hiring A Professional Copywriter

Additional Ideas:

I recommend spending a few minutes analyzing the following:

1. The quantity of your e-mail marketing database(s).
2. The type of e-mail marketing campaigns you/your business has sent in the past 90 days.
3. If you have segmented your e-mail marketing databases on file (payroll clients, B2B prospects, and CPAs/referral partners).

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Your Payroll Biz E-mail Marketing Strategy: 6 Easy Steps
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 677
• Approximate Time To Read: 2.7 minutes @ 250 words per minute

Do you want more payroll/HCM sales leads from your e-mail marketing efforts? If you do, you will find the following steps of particular interest (and value).

Step One: Segment Your Databases - Before you start designing, writing, and sending a series of e-mail marketing campaigns, you need to segment your target audience the same way you go to market; therefore, we recommend creating databases that fall into these general categories:

1. Clients
2. Prospects
3. Referral partners

After segmenting your lists by target audience, it will be a lot easier to develop content that is relevant to each database on file.

Step Two: Clean Up Your “Prospect And Referral Partner” Databases* – It is vital to remove the e-mail addresses that will cause your account to be blacklisted/flagged when using services like Constant Contact, Mail Chimp, etc. THIS DOES NOT APPLY TO YOUR CLIENT DATABASE.

Remove the e-mail addresses* that end in:

• Aim.com
• Aol.com
• Att.com
• Gmail.com
• Hotmail.com
• Comcast.net
• Etc.

Remove the “ROLE” e-mail addresses* that begins with:

• Contact@
• Donot@
• Help@
• Info@
• Mail@
• Manager@
• Office@
• President@
• Sales@
• Service@
• Spam@
• Support@
• Webmaster@

*If you are buying a database of e-mail addresses, this is a critical process to do.

Step Three: Determine Your Content And Low-Risk Offer - As I tell all our clients, “Content is king.” That said, it can be helpful to outline the message you want to include in each e-mail campaign. Remember, don’t forget to add a low-risk offer.

Step Four: Determine Your Company’s Frequency And Goals – You can send your payroll clients more e-mail marketing campaigns than a prospect or referral partner. From my experience, I always recommend sending at least three e-mails a month to help gain maximum visibility in the marketplace. Remember, content is king, and don’t be too self-serving when writing a campaign.

• IMPORTANT: Don’t think for one second that blasting a generic, one-size-fits-all newsletter once or twice a month is a great e-mail marketing strategy. If someone is telling you something, otherwise, they are doing your payroll service a huge disservice.

Step Five: Develop An E-mail Marketing Calendar – To ensure your campaigns are being sent on a regular schedule, create an e-mail marketing calendar. Not only will this help you and your team stay on target, but it will also help you avoid any last-minute campaigns – which tend to be loaded with grammar and spelling errors, broken links, and less-than-engaging subject lines.

Step Six: Determine If A Salesperson’s Follow Up Call Is Needed – To maximize the sales leads generated from your e-mail marketing campaigns, it is imperative to determine if a follow-up phone call is necessary. If it is, take the following steps:

1. Create an e-mail campaign that includes a low-risk offer.
2. Advise your sales team they will be taking part in a phone blitz session to help follow up on this campaign (give them 2 weeks’ notice).
3. Create two follow-up scripts: one for talking with a live person and one for leaving a voicemail.
4. Send your campaign at approximately 8:30 a.m. on a Tuesday, Wednesday, or Thursday.
5. After sending the campaign, wait 2.5 hours and download a list of people who opened the e-mail.
6. Once the list is compiled, give each salesperson a list to call.

Send This e-Mail After Leaving A Voicemail Message.

After you and/or your salespeople leave a voicemail, make sure they send an e-mail to follow up on their voice-mail message (see below).

First Name: I just called and left you a message as I wanted to follow up on an e-mail we sent to you about 8:30 a.m. today (the one for the ________ offer).

If you want to learn how we can (reduce or increase your ___________), I have a few ideas that will help your business – just return my call or send me a quick e-mail for the best time(s) for us to talk.

Look forward to talking soon!

Name

Company Name

Phone

e-mail Address

P.S. If you want to read what some CPAs and clients are saying about us, I have attached a few testimonials for you.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

How To Develop A CPA Drip Marketing Campaign
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 162
• Time To Read: 37 Seconds

To help you develop a drip marketing system that targets your database of CPAs/referral partners, you will find a few steps to consider below:

• Define Objective = Generate more referrals from our database of CPAs and referral partners.
• Targeted Database(s) = CPAs and all referral partners.
• Marketing Message = (This is the section that defines your tactical campaign message, i.e., Are we promoting a webinar about our referral partner revenue share program? Are we sending a press release announcing our referral partner program? How about a CPA spotlight campaign? No matter what you choose, you need to have a clear objective.)
• Low-Risk Offer = What low-risk offer or call-to-action are you promoting, i.e., Get to know us kit, etc.? 
• Landing Page = Do you need to have a landing page for your CPAs to learn more about your referral partner program (Hint: The answer is "yes!") 
• Follow-up Phone Strategy = Identity and call your tier 1 CPAs/referral partners. 
• Deliverables/Send Date = After selecting a day/date your e-mail campaign will be sent, you need to get the following done:
  • Designing of the campaign.
  • Copy used.
  • Low-risk offer/low-risk offer positioning.
  • Database management (what is the size and quality of your CPA/referral partner database).
  • Develop phone scripts for sales team follow-up. 
  • Advise sales team to be available for two to three 90-minute phone blitz sessions.
  • Proof final campaign.

With drip marketing, it is all about sending the right message, at the right time, to the right audience, and at the right frequency! 

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

4 e-Mail Marketing Campaigns
To Help Generate Sales Leads & Referrals
By Glenn Fallavollita - President, SellMorePayroll.com | Drip Marketing, Inc.

• Word Count: 133
• Time To Read: 31 Seconds

To help you generate more sales leads and referrals for your payroll service, I have listed some time-tested e-mail marketing campaigns for you to consider:

• #1: Prospects: e-Mail your database of prospects a "meeting request" letter.
• #2: Clients:  e-Mail a survey to your clients (ask for a referral within the survey).
• #3: Prospects And Referral Partners:  - e-Mail a press release on a new product or service.
• #4: Clients, Prospects, And Referral Partners: e-Mail an educational newsletter about hot topics, i.e., IRS 2025 Updates, HR Tips, Employee Time Clock Tips, Work-From-Home Tips, etc.

Attention All Owners And Sales Leaders.

If your marketing person/company isn't giving you solid advice on how to generate more sales leads or, more importantly, doesn't understand the 4-step formula outlined above, then call or e-mail us sooner rather than later.

About The Author:

Glenn Fallavollita is a payroll industry sales and marketing expert and a nationally recognized keynote speaker providing money-making advice to help HCM and payroll professionals build more profitable relationships with their database of referral partners and clients.

Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written three books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

 Copyright © 2022

6 Ways To Generate More Sales Leads & Referrals
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 473
• Time To Read: 1.9 Minutes

If you want to jump-start your sales, I have listed below some key selling tips for all owners, sales leaders, and sales pros to read.   

#1: Build A Massive e-Mail Database - If you want to see an immediate increase in sales, build a massive e-mail database of clients, prospects, and referral partners. If you don t have enough e-mail addresses, call or e-mail me, as we have an e-mail address acquisition service.

Click Here To Learn More About Our e-Mail Address Acquisition Service.

#2: Connect With Your Payroll Clients - Satisfied clients are the lifeblood of any business. That said, here are a few ideas to help generate more referrals from your database of clients:

• Say "thank you" to your clients for being a customer.
• Ask your clients to proactively recommend your business to someone they know.
• Survey your database of clients to determine how well you are performing (see point #5 below). 

#3: Develop A Drip Marketing Strategy - Since 100% of the businesses you're targeting are already using a payroll service/solution, I recommend developing a drip marketing strategy to help build trust, credibility, and brand recognition in the mind's eye of our database of prospects AND referral partners.

#4: Write Relevant Content To A Reader – The first step you need to take is to develop a database of clients, prospects, and referral partners. After that, start sending relevant messages to each group on file.

#5: Pick Up The Phone To Follow Up - Once a drip marketing campaign has been sent, make sure your salespeople call to follow up a campaign. By the way, this is the best way to shake the prospect tree if you want more sales leads and referrals.

To help you sound more professional on the phone, I have outlined two voicemail scripts to consider:

1. Hi _______this is ______ from ______________. I’m just quickly following up on an e-mail we sent to you about our free _______ offer.  If you would like to find out how our ____________ can reduce (_________), call me at (800) 555-1212, again, (800) 555-1212.
2. Hi _______this is ______ from ______________. I’m just quickly following up on an e-mail we sent you about our free ________ demo.  If you would like to find out how we can reduce your ______ by XX% in 21 days or less, call me at (800) 555-1212, again, (800) 555-1212.

#6: Survey Your Clients - A client survey can provide you with a tremendous amount of feedback. Specifical y:

• How well your business is performing.
• Generate more referrals (we show our clients this all the time).
• Determine if a client needs a particular product or service.

Executive Summary: Bringing on new clients is the lifeblood of any payroll service. And if you want to see an increase in new business, you need to TAKE ACTION today, not tomorrow. 

About The Author:

Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

What To Do When A Hot Payroll Prospect Ghosts You
(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 223
• Time To Read: 54 Seconds

You just sent a proposal to a hot payroll prospect. And although this person had a strong interest in switching to a new payroll service, they ghosted you after receiving your proposal.  

6 Possible Reasons Why They Ghosted You.

1. They called their existing payroll service, and they agreed to match your pricing and/or service offering.
2. They weren't the final decision maker and cannot give you the green light to move forward.
3. They were expecting greater savings/value/technology from you.
4. They realized the payroll conversion process wasn't worth the move to a new payroll service.
5. They had some internal/external issues come up, and moving to a new payroll service is no longer a high priority.
6. After talking with you, they decided to search out other payroll services, like ADP or Paychex, which demonstrated better value.

Send This e-Mail To A Prospect Who Ghosted You (After My 2/3 Call Strategy).

After leaving a few voicemails, I highly recommend sending the e-mail below.

[First Name]:

I have called a few times in the past few (days/weeks) and have not heard back from you. And since I want to be professional in my follow up efforts with you, it would help me a lot if you hit the reply key and type in the number that represents your situation; I will take it from there.

#1: Glad you are touching base. Please call me (today/this week/next week) to discuss the details of your proposal.

#2: Thanks anyway (your first name), but there isn't any interest in moving forward with your company. 

#3: The timing isn't right; check back with me in 2 to 3 months.

Again, if you would hit the reply key right now and type the number that best describes your situation, I would greatly appreciate it!

Name – Title
Company
Phone
e-Mail

P.S.  You will find attached a one-page list of client testimonials from businesses (who switched from ____ to us, similar in size to yours, etc.).

About The Author:

Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.